Key Account Manager - Information and Communications Technology

About Sharaf DG Business

Sharaf DG Business is a leading provider of digital transformation solutions and systems integration in the Middle East. The company offers a diverse range of services and technologies, including artificial intelligence, mobility, security, the internet of things, big data, and the cloud, to help customers navigate their digital transformation journey. Sharaf DG Business’s team of highly certified professionals has over 10 years of experience in the IT industry.

Job Summary & Purpose:

The Key Account Executive/Manager will be responsible for maintaining and expanding relationships with strategically important customers. They are also accountable for achieving sales targets and assigned strategic account objectives. Representing the entire range of IT infrastructure/cybersecurity and cloud products and services to customers, the Sales Executive/Manager leads the customer account planning cycle and ensures that the company meets customer needs and expectations.

Furthermore, the Key Account Executive/Manager is responsible for achieving business objectives, KPIs, and targets, as well as developing new customers to achieve short and long-term profitable growth. This position entails extensive travel across U.A.E. All prospective employees must undergo a background check and possess a valid driving license and vehicle.

Key Performance Areas (KPAs) & Principal Accountabilities:

1. Establishes productive, professional relationships with key personnel in customer accounts.
2. Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives.
3. Meets assigned targets for profitable sales volume and strategic objectives of accounts.
4. Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
5. Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
6. Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
7. Participates in the integrated Commercial Planning Process through development of annual Customer Plans that support Brand and Channel Plans.
8. Identifies sales opportunities, networking, and fact-finding, and calls on and closes new accounts.
9. Manages and penetrates customers at all levels and develops relationships with accounts that enable achievement of plans and objectives.
10. Prepares and delivers effective selling presentations that implement approved Customer Business Plans and employ effective game theory and negotiating strategies.
11. Develops timely and accurate forecasts (volume and spend) for accounts and revises based on actual performance.

Desired Skills and Experience:

1. Proven account management experience in the Hospitality, Education, Real Estate industry, or Government Departments.
2. Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization, including executive and C-level.
3. Experience in delivering client-focused solutions based on customer needs.
4. Proven ability to manage multiple projects at a time while paying strict attention to detail.
5. Excellent listening, negotiation, and presentation skills.
6. Excellent verbal and written communication skills.
7. Graduate degree or equivalent.